透析外企面試（４）如何回答刁鉆難題（上）

在外企面試中，主考官除了就應(yīng)聘者目前的工作、所應(yīng)聘的職位、應(yīng)聘者的職業(yè)規(guī)劃、薪水期望、個(gè)性特征、專業(yè)技能、業(yè)務(wù)能力、團(tuán)隊(duì)合作等方面提出問題以外，還可能問及一些令人措手不及、意想不到的問題，譬如:“How many years do you need to earn RMB100，000?”“Don’t you think you are overqualified?”等。主考官問這類問題的目的不僅是要考察應(yīng)聘者的臨場反應(yīng)能力和靈活應(yīng)變的思維方式，更重要的是對應(yīng)聘者的各方面素質(zhì)和性格特征有一個(gè)盡可能全面和深層次的了解，以進(jìn)一步確定應(yīng)聘者是否符合公司需求。

由于這類問題很難預(yù)測，而且不易回答，故筆者稱之為“面試刁鉆難題”。主考官通常會從應(yīng)聘者的信心(Confidence)、雄心(Ambition)、忠心(Loyalty)、細(xì)心(Carefulness)、用心(Dedication)等五方面提出相關(guān)的刁鉆難題，在此筆者將就這幾方面常見的難題進(jìn)行剖析，并提供應(yīng)答思路和參考回答。

應(yīng)聘者的信心(Confidence)

① As we have many candidates for this position， we will consider your application after you’ve worked a three-month unpaid trial period. What do you think?

② If this were your first annual review with our company， what would I be telling you right now?

這兩個(gè)問題是為了考察應(yīng)聘者的自信心而設(shè)置的。經(jīng)筆者調(diào)查發(fā)現(xiàn)，針對第一個(gè)問題“你能否不帶薪水為公司工作三個(gè)月?”，多數(shù)應(yīng)屆畢業(yè)生給出的回答是肯定的，即接受主考官的要求。顯然，這一回答不夠妥善。根據(jù)合同法，公司應(yīng)當(dāng)給員工的勞動(dòng)提供報(bào)酬，否則違反法律。當(dāng)然在面試時(shí)，不必這樣生硬作答。應(yīng)聘者應(yīng)當(dāng)自信地指出自己的勞動(dòng)會給公司創(chuàng)造價(jià)值，獲得報(bào)酬也是理所當(dāng)然的。第二個(gè)問題談到如果面試考官要對你進(jìn)行第一次年終評估，你希望他會對你說些什么。對于這種自我評價(jià)式的問題，應(yīng)聘者也應(yīng)當(dāng)以自信、積極的方式如實(shí)說明自己所做出的成就以及應(yīng)得到的獎(jiǎng)賞，不必過分謙遜。

① I’m afraid I can’t work unpaid for that long. If you give me a chance to work for you， I’m sure that my work and experience would bring benefit to your company. If I could contribute to the company， then I should naturally be compensated for my work.

② You’d be thanking me for a job well done and would say that you look forward to continuing to see good work from me. Moreover， I would anticipate that you would explain how you really appreciated my spending extra time on some key projects.

應(yīng)聘者的雄心(Ambition)

①How many years would you need to make RMB100，000?

②Why did you stay in your last job so long?

公司在招聘職員時(shí)，尤其是招聘銷售人員時(shí)，有時(shí)會問及以上刁鉆難題來了解應(yīng)聘者是否具有雄心壯志。在回答這類問題時(shí)，應(yīng)聘者切忌過于謙虛。例如，針對第一個(gè)問題“掙十萬元錢，你需要多少年的時(shí)間?”，應(yīng)聘者首先應(yīng)當(dāng)為自己設(shè)置一個(gè)較高的目標(biāo)，然后為實(shí)現(xiàn)目標(biāo)制定一個(gè)計(jì)劃，接著通過執(zhí)行計(jì)劃來實(shí)現(xiàn)目標(biāo)。應(yīng)聘者應(yīng)該向主考官充分展示自己的遠(yuǎn)大抱負(fù)、膽識和魄力。在回答第二個(gè)問題時(shí)，應(yīng)聘者應(yīng)當(dāng)說明自己多年未更換工作的原因并非是安于現(xiàn)狀，不愿意接受新事物或?qū)W習(xí)新知識，而是因?yàn)檫@些年一直都在學(xué)習(xí)、進(jìn)步，并一直在承擔(dān)新的、具有挑戰(zhàn)性的工作。應(yīng)該著重強(qiáng)調(diào)自己積極上進(jìn)，善于學(xué)習(xí)，并且具有雄心壯志。

① I think I can make this money within one year. If you offer me this job， first I will set a relatively high sales target， based on which I will make a sales plan. Then I will apply myself to the plan so that I can achieve or even exceed my sales target. With the annual profit， I will also be rewarded with a certain amount of money， which I think won’t be less than RMB100，000.

② I was in my last job over seven years. During that time， I completed an advanced technical degree and was assigned to other departments twice in six months. As a result， I learned additional skills that are normally not related to that particular job.

應(yīng)聘者的忠心(Loyalty)

①Why have you changed jobs so frequently?

②Don’t you think you are overqualified?

③What would you do if one of our competitors offered you a position?

④How long would you plan to stay with our company?

⑤What do you think you can learn from this job?

絕大多數(shù)公司都希望自己招聘的員工能夠效忠于公司，能夠長久地為公司服務(wù)，除非員工由于自身原因無法勝任工作。因此，主考官有時(shí)會通過問及以上這類問題來了解應(yīng)聘者對公司的忠心程度。對于第一個(gè)問題“為何頻繁換工作?”，應(yīng)聘者應(yīng)當(dāng)盡可能說明自己頻繁跳槽是客觀因素引起的，而不是為了尋求更高的薪水、更好的待遇。對于第二和第三個(gè)問題，應(yīng)聘者要突出自己對所應(yīng)聘的職位和公司的濃厚興趣，說明自己絕非朝三暮四、頻繁跳槽之輩。對于第四和第五個(gè)問題，應(yīng)聘者應(yīng)當(dāng)強(qiáng)調(diào)自己在工作期間能夠持續(xù)為公司帶來利益、創(chuàng)造價(jià)值，同時(shí)也可以提及自己能夠?qū)W習(xí)到新的知識和技能。

① My frequent job changes over the last five years have been due to the rapid changes in my profession. My jobs have been based on government contracts， and over the past few years there have been changes in the government policies， which caused some companies’ contracts to be canceled. Because of this， I had to quit several times. Because your business is based mostly on consumer products， and not on government contracts， I welcome the opportunity to work in a stable setting like yours.

② Quite frankly， I can do this job. If the fear is that I am going to be bored， be assured I am dedicated and I don’t start a project that I don’t complete. Besides， I am the kind of person who is able to multitask. You’ll get more than your money’s worth.

③ I’d say no. I’m not interested in other players in this industry. I like your brand of shoes a lot because of their superior quality and unique design. Actually， I won a number of races wearing them in college. Because of my positive experience with your products， I know I’d be good at selling them to customers.

④ Well， that’s hard to answer. If I got this position， I’d say I would stay in this company as long as my work and effort are still valuable to the company and improving to myself.

⑤ My own personal measure of growth in a job is new skills and knowledge learned and new understanding about the industry gained. As long as I can see this type of growth， I consider myself valuable to your company.

應(yīng)聘者的細(xì)心(Carefulness)

How careful are you?

像這類看似簡單但又具描述性的問題，往往出乎應(yīng)聘者的意料。多數(shù)人的回答往往簡單籠統(tǒng)，無法讓主考官信服。例如，筆者有一位朋友的職位是外企財(cái)務(wù)主管，他在招聘一名財(cái)務(wù)助理時(shí)，對參加應(yīng)聘的二十多人提了以上問題。絕大多數(shù)人的回答如出一轍，除了再三強(qiáng)調(diào)自己的認(rèn)真，似乎別無可說。只有一名應(yīng)聘者以具有說服力的例子說明自己是如何細(xì)心。由于其與眾不同的回答，最終他從眾多競爭者中脫穎而出，獲得這一職位。后來據(jù)筆者的朋友透露，這名員工在工作當(dāng)中確實(shí)很細(xì)心，很少出錯(cuò)。通過以上例子，這一問題的回答思路不言而喻。

I’m very careful and detail-oriented. I’d like to give you an example. Once， I spent a whole night checking a sixty-slide PPT for a very important school project. I read it again and again until I couldn’t find any typos and grammar mistakes in it. Later I found that I had read it at least twenty times. The PPT was flawless， which helped the school win the project.

應(yīng)聘者的用心(Dedication)

①Do you have a boyfriend/girlfriend?

②Do you plan to have children?

③Do you have any children?

涉及個(gè)人隱私的問題也是面試?yán)锏囊粋€(gè)雷區(qū)。雖然專業(yè)的HR人員不會過問應(yīng)聘者的私人生活，但是雇主總是希望更多地了解應(yīng)聘者。如果不回答這類問題也不必直接拒絕，那樣或許會失去一個(gè)機(jī)會。其實(shí)，面對這類敏感問題，應(yīng)聘者可以盡量把問題轉(zhuǎn)移到自己對工作的重視和熱情上來，強(qiáng)調(diào)自己會用心工作，以打消雇主的顧慮。

① Yes， I do. But my work is very important to me， so I make sure nothing interferes with it. I put 100% of my effort into my work， so my relationship won’t affect my work performance.

② Currently I don’t have a plan for that. But if I do decide to have children， I wouldn’t let it affect my work. Becoming a parent is important， but my career is certainly very important to me， too. I plan on putting all of my effort into this job and this company.

③ Yes， I do. But I keep my family life separate from my work life so that I can put all my effort into my job. I’m flexible when it comes to travel and late hours.

以上問題的應(yīng)答思路和回答僅供參考。應(yīng)聘者在面試過程中倘若碰到此類問題，應(yīng)保持沉著、冷靜，思路清晰。回答問題時(shí)，應(yīng)聘者應(yīng)盡可能在了解主考官問題意圖的基礎(chǔ)上來組織自己的觀點(diǎn)，表達(dá)的理由要充分、流暢，合情合理。